That's hilarious. I forget what I ate for dinner last night too...
I think a call-in where they have a model and accessories in mind is certainly a deal that is to the end of the buying process and they are just validating the price. (Keeping them honest.)
However, I wonder about early in the buying process: where do they go to get their initial questions answered? What do they find online? What could you serve up that would be helpful--and get you found? Once they found you, would the find an individual or dealership that looked like they could add something valuable to the problem the prospect is encountering?
Originally Posted by Jason H:
I believe this is a fair estimate but in my experience I believe it is mainly on the call in's. When someone calls me and asks for "X" model with a booklet finisher, 100 sheet doc feeder, fax, USB, Postscript, Tandem Paper Tray and Hole Punch, I pretty much think they have already been talking to sales reps or have been reading the brochure. I do however still go on many appointments and calls where the client has absolutely no clue what they want or anything. I'm with Art, I can barely remember what I ate for dinner last night as well most days so it is hard for me to go back and remember what customers were telling me 5 or 10 years ago